In a recent article we talked about a few objections (such gatekeepers, financials, etc.) your prospective clients may have while going through the sales process.

Some examples of sales objections are:

·         “I’m okay with my current situation and don’t feel the need to change.”

·         “It’s too expensive and we don’t have the budget.”

·         “Now just isn’t the right time.”

·         “We see the value, but we’re just not ready.”

·         “I don’t have the authority to make this decision.”

If you’ve been in sales long enough you’ve heard all of those and more.  Working in sales is not a “get rich quick” scheme and can prove very frustrating and challenging to say the least.  While it may seem like objections are closed doors however, you should see them as an opportunity.

In fact, NOT getting any objections may mean they’re not very close to making the sale as they’re not facing that uncomfortable risk-taking feeling that often comes with sales. 

So, how do you overcome these obstacles?  Read on, my friend.

How To Overcome Sales Objections

You’re likely facing objections and flat out rejections daily.  So, how do you overcome these challenges to find your pot of gold?

Objections aren’t necessarily deal breakers. Check out these tips on overcoming sales objections:

1.       Don’t Steamroll - Your prospective client doesn’t want to feel like you’re steamrolling them.  If they say something like “It’s too expensive,” you shouldn’t follow that up with “but our ROI is huge.”  Why?  Because you’re making them feel like you’re not listening to them and instead, are trying to bully them into something they may not be ready for.  Instead of telling them they’re wrong or steamrolling them, try saying something like “I’m glad you’re doing your due diligence. I wouldn’t want you to feel pressured. Here are a few questions I would make sure you get answered.”

2.      Go Broad - Instead of telling them they’re wrong and invalidating their concerns, try asking broad questions such as “When do you think you'll be taking a look at changing your current service?” or “Well, how does your budget work?” Essentially, you’re redirecting the objection to the problem you were trying to solve when the conversation started.

3.       Listen - Be direct and ask them what you can do to make the deal happen.  Ask “If we can overcome these obstacles, can we move forward?”  And then, listen.  An awkward pause even shows that your response is thoughtful, so after they’ve finished speaking, give it a pause before launching into your next move.

4.       Isolate the objection - Determine what the underlying objection is and ask them directly if this is going to be a deal breaker.  They’re likely wrestling with some uncertainty, but regardless you should be prepared to accept any pending rejection.

Remember that these sales calls are about having an engaging conversation with your prospective customer and demonstrating that you have their best interests at heart.

Looking for some help in getting some appointments booked?  SalesGig Pro is here!  Let us do the cold calling for you and get some appointments on the books.  Schedule your consultation today and let’s have a conversation.

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